---
title: 30MPC - Anthony Cessario
description: 30MPC episode with Anthony Cessario
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---

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30MPC

## 30MPC - Anthony Cessario

- February 10 2024
- Mark Kosoglow

![](https://www.revenuekata.com/hubfs/Image%202024-02-09%20at%209.27.15%20AM.jpg)

<https://www.revenuekata.com/hubfs/30MPC_Videogram%2002%20(Square)_Anthony%20Cessario.mp4>

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

 

Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions.

Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board.

A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer.

Your team will remember how you treated them in the magic moments: promotions, 1st and last days, maternity leave, a loss in the family.

Check out the full episode [here](https://podcasts.apple.com/us/podcast/30-minutes-to-presidents-club-no-nonsense-sales/id1510861233).

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